Commercial Account Manager, LATAM (English/Spanish)

Apryse; New Jersey; Teletrabalho; USD 100 000 - 160 000; Tempo integral

Resumo da oferta

Apryse is seeking a Commercial Account Manager, LATAM, to manage and grow a portfolio of existing commercial customers across LATAM from a remote US base. You will strengthen relationships, discover new use cases, and expand Apryse’s software licences and products.

You will lead opportunities through the full sales cycle, including renewals and multi-year deals, collaborating with partners and internal teams.

Qualificações

• LATAM sales experience in enterprise software and procurement understanding.
• Native-level Spanish and fluent English; Portuguese a plus.
• Proven track record with a $1M+ annual sales quota.
• Independent portfolio management with pipeline generation.
• Experience with LATAM resellers, distributors, and channel partners.
• Strong questioning to uncover customer needs and use cases.
• Technical sales experience with enterprise software or APIs/SDKs.
• Navigate complex sales cycles and multi-year agreements.
• Excellent written and verbal communication; CRM proficiency.
• Willingness to travel regularly across LATAM.

Responsabilidades

• Manage and grow a broad portfolio of LATAM commercial customers.
• Identify expansion opportunities and upsell/cross-sell.
• Build expansion pipeline through conversations and research.
• Conduct effective discovery on customer priorities and needs.
• Collaborate with Solution Engineers to map needs to Apryse solutions.
• Engage customers with regular reviews and product discussions.
• Own opportunities through discovery, negotiation, and close, including renewals.
• Manage partner-led opportunities and deal registrations.
• Understand market and competitive landscape to position Apryse.
• Maintain accurate Salesforce pipeline, next steps, and forecasts.
• Collaborate with Sales Engineering, CS, Product, and other teams.
• Meet or exceed revenue and expansion targets through execution.

Conhecimentos

LATAM sales experience

B2B software sales

Native Spanish

Fluent English

Portuguese is a plus

Quota ownership

Commercial ownership

Account portfolio management

Resellers/partners LATAM

Growth mindset

Discovery questioning

Technical sales

Sales cycle management

Salesforce

Outreach

Sales Navigator

ZoomInfo

Cross-functional collaboration

Formação académica

Bachelor’s degree or equivalent

Ferramentas

Salesforce

Outreach

Sales Navigator

ZoomInfo

Descrição da oferta de emprego

The Role

At the heart of Apryse’s growth strategy is our ability to build strong customer relationships and continue expanding the value we deliver across our existing customer base.

As a Commercial Account Manager, LATAM, you will manage and grow a portfolio of existing commercial customers across the region. You will be responsible for strengthening customer relationships, identifying new use cases and expansion opportunities, and introducing customers to additional solutions across the Apryse portfolio.

This is a growth-focused role for someone who enjoys working across a broad customer base, uncovering opportunities through effective discovery, and moving opportunities through the sales cycle with urgency and consistency. You will partner closely with customers, regional channel partners, and internal teams to understand evolving business and technical needs, drive adoption and expansion, and maximize the value of each account.

• Manage & Grow Your Portfolio: Own a broad portfolio of commercial customers across LATAM, building strong relationships while identifying and prioritizing opportunities to expand existing software licences and introduce additional Apryse products.
• Drive Expansion: Proactively uncover new use cases, teams, projects, and business needs within existing accounts that create opportunities for additional revenue through upselling and cross-selling.
• Build Pipeline: Independently generate expansion pipeline through customer conversations, account research, whitespace identification, and targeted outreach.
• Customer Discovery: Conduct effective discovery to understand customer priorities, technical requirements, current challenges, and upcoming initiatives.
• Partner with Solution Engineers and other internal teams to connect customer needs with the appropriate Apryse solutions and clearly communicate business and technical value.
• Account Engagement: Conduct regular customer check‑ins, account reviews, and product discussions to strengthen relationships and identify opportunities for continued growth.
• Commercial & Sales Execution: Own opportunities throughout the sales cycle, from discovery through negotiation and close, including renewals, upsells, cross‑sells, and multi‑year agreements. Maintain momentum, navigate objections, negotiate commercial terms, and establish clear next steps.
• Partner Engagement: Manage partner‑led opportunities and build relationships with regional resellers, distributors, and channel partners, collaborating on deal registration, customer opportunities, and commercial negotiations to drive revenue growth across LATAM.
• Market & Customer Awareness: Develop a strong understanding of Apryse’s products, customer use cases, competitive landscape, and LATAM markets to effectively position our solutions.
• Pipeline & Forecast Management: Maintain accurate account and opportunity information in Salesforce, consistently managing pipeline, next steps, and forecasts across a broad portfolio.
• Partner with Sales Engineering, Customer Success, Product, and other internal teams to provide a strong customer experience and support account growth.
• Consistently meet or exceed revenue and expansion targets through strong pipeline generation, customer engagement, and sales execution.

Experience

Experience: 5+ years of successful B2B software sales or account management experience, ideally within enterprise software, SaaS, developer tools, APIs, SDKs, or other technical software environments.

• LATAM Sales Experience: Demonstrated experience selling B2B software into Latin American markets, with an understanding of regional business practices, procurement processes, negotiation dynamics, and relationship‑building across different LATAM countries.
• Language: Native‑level Spanish and fluent English are required, with the ability to conduct business conversations, negotiations, and presentations in both languages. Portuguese is a plus.
• Proven track record of carrying an annual individual sales quota of $1M+, with demonstrated success achieving or exceeding revenue targets.
• Commercial Ownership: Demonstrated experience independently managing the full sales cycle, including renewals, upselling, cross‑selling, negotiating commercial terms and multi‑year agreements, and expanding existing customer relationships.
• Account Portfolio Management: Experience managing a broad portfolio of commercial customers while independently generating pipeline, prioritizing high‑potential opportunities, managing multiple sales cycles simultaneously, and maintaining strong forecast discipline.
• Experience working with resellers, distributors, and channel partners in LATAM, including partner‑led opportunities, deal registration, and coordinating commercial negotiations.
• Growth Mindset: Comfortable proactively prospecting within existing accounts, identifying whitespace, and creating expansion opportunities rather than relying solely on inbound customer requests.
• Strong ability to uncover customer needs, business challenges, technical requirements, and potential use cases through effective questioning.
• Technical Sales Experience: Experience selling enterprise software or technical solutions, ideally including developer tools, APIs, SDKs, or similar technologies, and comfort engaging with IT, engineering, technical, and procurement stakeholders.
• Sales Execution: Strong commercial judgment and experience maintaining momentum throughout complex sales cycles, navigating objections, negotiating effectively, and driving opportunities through close.
• Strong written and verbal communication, presentation, negotiation, and relationship‑building skills.
• Tools: Experience with Salesforce and familiarity with sales tools such as Outreach, Sales Navigator, ZoomInfo, or similar platforms.
• Ability to effectively prioritize and independently manage a broad portfolio of accounts, opportunities, partners, and customer relationships in a fast‑paced environment.
• LATAM Regional Travel: Must be willing and able to travel regularly throughout Latin America for customer and partner meetings, business development activities, negotiations, and industry events. Must be able to meet applicable international travel and entry requirements.
• Bachelor’s degree or equivalent professional experience.

Compensation & Benefits

The compensation for this position is commensurate upon experience, and the range listed reflects total compensation or on target earnings. This is a remote position within the United States. We aim to hire in our primary hub locations first - Boston, MA; A comprehensive extended benefits package including health, dental and vision for you and your family, with company paid offerings.

• An uncapped commissions structure.
• Generous paid time off (PTO) is offered to support the ability to rest and recharge.
• A great team environment and resources, supporting you to do the best work of your life and providing unlimited career growth potential.
• Annual recurring WFH allowance for you to purchase items you need for your home office.
• Ongoing support for learning development so you can master your craft.
• Work with the hardware you’re most comfortable with (Windows or Mac).
• As the industry‑leading provider of document software development (SDK) technology powering everything from traditional desktop software to innovative web and mobile applications, at Apryse we are committed to delivering cutting‑edge technology solutions that empower our clients to achieve their goals. With a broad international portfolio of combined companies, products, and leading technologies, we are actively changing the way the world works with documents to make work better and life simpler.
• Customers like IBM, Autodesk, DocuSign, Boeing, Microsoft (and many more!) come to us to realize their web and mobile strategies for document management, editing, and collaboration as the #1‑ranked commercial document SDK of choice for companies worldwide. As a result, you can find our document technology in thousands of solutions, including those of household names, used by millions across virtually every industry. Our XODO app alone has 25M unique installs -- and counting -- and the highest ratings among PDF productivity apps on the largest online app marketplaces.

We are an equal opportunity employer without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, genetic predisposition or carrier status, veteran status, citizenship status or any other factors prohibited by law.